Director of Federal Sales

Up to $180,000 base with outstanding bonus potential.

This stable 50-year-old, family-owned, 500 employee professional services firm with federal, defense and commercial lines of business seeks a Director of Federal Sales.  The firm grows by 20% each year, and every one of their 500 employees believes their success is based on service excellence achieved by teamwork.

This is a growth position offering the ability to build your job, processes, and unlimited professional and financial growth.

The firm seeks an experienced Director of Federal Sales to join the team and be based on their headquarters in Alexandria, VA.  The firm is flexible for some remote and on-site working arrangements, but on-site is preferred.  They are not an IT firm but a facilities maintenance firm looking for non-IT sales experience with the federal government.

The Director of Sales has overall responsibility for growth by directing all sales, business development, and marketing efforts.  This position is primarily focused on federal government contracts with the DOD, GSA, and other agencies.  This includes developing and leading strategies for identifying and capturing new business, leading the sales and marketing efforts, and closing new and recompete sales opportunities.

You will be responsible for all Sales and Marketing activities to achieve revenue and gross profit targets for all new janitorial contracts, recompetes of existing contracts, existing contract add-on services, and transaction-based specialty proposals. Meeting and maintaining close relationships with new and existing government, federal and commercial clients, and industry partners. Responsible for identifying and qualifying new business development opportunities and overseeing the BD and capture management processes using social media, marketing events, networking, referrals from customers, POC listings from RFP postings, and professional organization meetings, conferences, and workshops. Responsible for gathering all cost components, building excel cost models, and obtaining management approval of the final price. Manage an inside Specialty Sales Assistant, ensure new client pricing is communicated and structured, approve proposals as required or obtain management approvals on pricing. Ensure the CRM is up to date at all times.  Design and drive the preparation for client meetings and ensure their success by planning for and pre-determining objectives and success criteria. Lead all efforts to build a solid sales pipeline and manage the sales process to close opportunities.

Manage the opportunity pipeline process with the probability of win calculations, revenue projections, and direct input to the company budget and forecasting process. Perform initial analysis of proposed or existing capabilities to determine technical, schedule, content reasonableness, and profitability. Participate in the development of annual and long-range strategic sales and marketing business plans. Responsible for sales proposal preparation and initial contract negotiations, including strong proposals in response to RFI, RFP, RFQ, and market research requests. Attend client and internal events and meetings and represent the firm at site visits and walkthroughs for janitorial contracts and specialty jobs. Attend networking events beneficial to the strategy and growth of the Company. Manage compliance with policies and procedures. Develop, manage, and control department budget and commission plans. Establish and achieve individual and overall Company monthly, quarterly, and annual sales goals. Adjust sales forecasts to reflect the sales pipeline. Work with the Executive Team in the formulation and administration of the Company’s policies and assist in developing long-range sales and marketing goals and objectives. Reports monthly to the Management Team on activities, sales progress, and other statuses deemed appropriate to ensure supporting departments are aware of potential sales wins and staffing needs. Develop and maintain relationships with sell-thru partners (e.g., property management companies), attend marketing and networking events, and cultivate new relationships to uncover new opportunities.

Required Skills necessary to be considered and successful:

10+ years of experience in business development in complex high-volume selling cycles with preferred knowledge in the federal government and commercial space, focusing on facility and property management organizations.

Experience delivering the entire life cycle of business development activities, including market analysis, account planning, account management, capture management, partner / teaming strategies, opportunity identification and qualification, overall pipeline management, and the development and execution of winning strategies.

Past performance in understanding and executing the “Shipley BD/Capture Process” for capturing and winning complex business opportunities.

Experience developing and maintaining strategic business plans, account plans, marketing plans and budgets, and developing and measuring performance objectives.

Knowledge of SCA, FAR, and CBA and ability to research, interpret, negotiate, and perform according to regulations.

A strong understanding of government and complex company regulations, policies, and contract vehicles.

You must have a bachelor’s degree, and a Master’s Degree is highly desired.

The firm offers an incredible compensation plan of base salary, bonuses, and outstanding benefits and perks.

Please email your resume as a Word document to or call 703.944.5697